BBA 214 Course Plan
- Programme Code 00
- Course Code BBA-214
- Course TypeCore
- Programme Bachelor of Business Administration
- Course Name Sales Management
- L - T/P - Credits 3 - 0 - 3
- Course Outcome
- CO1 Explore the nature and importance of sales management, types and skills of sales manager.
- CO2 Demonstrate the personal selling process
- CO3 Analyze the ethical and legal issues in sales managements
- CO4 Designing the Motivational and Compensation Plans of Sales Personnel
- Tecniatv Playlist linkhttps://www.youtube.com/
| Unit No. | Lecture No. | Topic | Sessional Outcome | Mapping with CO | ICT Tools / Class Material (PPT ) | First Shift | Second Shift | Guest Lecture | Expert Lecture |
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| 1 | L1 | Scope, Importance and Evolution | The student will be able to Know about the Objective & Fundamantal of Sales and Distribution. | CO1, CO2, CO3, CO4 |  |
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| 1 | L2 | Marketing & Selling | The student will be able to Describe the various concept, significance of Marketing and selling. | CO1, CO2, CO3, CO4 | |
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| 1 | L3 | Emerging trends in Sales Management | The Student will be able to Emerging trends in Sales Mgmt | CO 1, CO2 | |
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| 1 | L4 | Personal Selling Process and Approaches | The student will be able to Personal Selling Process and Approaches. | CO 1, CO2, CO3 | |
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| 1 | L5 | Sales Organization Structure | Student will be able to know about Sales Organization Structure. | CO 1, CO3 | |
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| 1 | L6 | Sales Forecasting | Student will be able to Sales forecasting and Strategies. | CO1, CO3 | |
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| 1 | L7 | Sales Strategies | Student will be able to understand sales Strategies. | CO 1, CO2, CO4 | |
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| 1 | L8 | Role of Sales Manager | Student will be able to know the roles of sales manager | CO1, CO2, CO3 | |
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| 1 | L9 | Skill of Sales Manager | Student will be able to know the skills of sales manager | CO 1, CO2, CO3 | |
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| 2 | L10 | Theories of Selling | Student will be able to know about the theories of selling | CO 1, CO2 | |
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| 2 | L11 | Theories of Selling | Student will be able to know about the theories of selling | CO 1, CO2 | |
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| 2 | L12 | SPIN Model | Student will be able to know about the SPIN Model | CO1, CO2, CO3, CO4 | |
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| 2 | L13 | SPIN Model | Student will be able to know about the SPIN Model | CO1, CO2 | |
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| 2 | L14 | Types of Selling | Student will be able to understand types of selling | CO1, CO2, CO3 | |
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| 2 | L15 | Types of Selling | Student will be able to understand types of selling | CO1, CO2, CO3 | |
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| 2 | L16 | Transactional and Relationship Selling | Student will be able to to know about the CRM | CO1, CO2, CO3 | |
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| 2 | L17 | Sales Forecasting Methods | Student will be able to know about the forecasting methods | CO1, CO2, CO3 | |
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| 2 | L18 | Sales Forecasting Methods | Student will be able to know about the forecasting methods | CO1, CO2, CO3 | |
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| 2 | L19 | Salesforce Automation | Student will be able to know about Sales automation. | CO1, CO2, CO3 | |
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| 3 | L20 | Recruitment and Selection Process | Student will be able to know about Sales force recruitment. | |
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| 3 | L21 | Recruitment and Selection Process | Student will be able to know about Sales force recruitment. | CO1, CO2, CO3 | |
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| 3 | L22 | Design of Salesforce Training | Student will be able to know about the training design | CO1, CO2, CO3, CO4 | |
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| 3 | L23 | Execution and Evaluation of Sales Force | Student will be able to Know how to evaluate sales force | CO3, CO4 | |
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| 3 | L24 | Execution and Evaluation of Sales Force | Student will be able to Know how to evaluate sales force | CO3, CO4 | |
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| 3 | L25 | Motivation and Compensation of Sales Personnel | Student will be able to motivate the sales force | CO2, CO3, CO4 | |
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| 3 | L26 | Motivation and Compensation of Sales Personnel | Student will be able to know about how to do compensation | CO1, CO2, CO3, CO4 | |
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| 3 | L27 | Design and Management of Sales Territories and Quotas and contest. | Student will be able to understand Channel dynamics. | CO2, CO3, CO4 | |
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| 3 | L28 | Design and Management of Sales Territories and Quotas and contest. | Students will be able to Know the Channel Conflict | CO1, CO2, CO3 | |
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| 3 | L29 | Sales Force Management | Students will be able to know about whole Structure. | CO3, CO4 | |
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| 3 | L30 | Ethical and Legal Issues in Sales and Distribution Management in Indian context | Student will be able to know about Legal Issues in sales & Distributions. | CO1, CO2, CO3, CO4 | |
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| 4 | L31 | Appraisal of Sales Personnel | Student will be able to appraise the sales force | CO1, CO2, CO3, CO4 | |
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| 4 | L32 | Appraisal of Sales Personnel | Student will be able to appraise the sales force | CO1, CO2, CO3, CO4 | |
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| 3 | L33 | Sales Budgets | Student will be able to know the sales budget | CO1, CO2, CO3, CO4 | |
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| 3 | L34 | Sales Budgets | Student will be able to know the sales budget | CO3, CO4 | |
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| 3 | L35 | Sales Audits | Student will be able to know the sales audit process | CO2, CO3, CO4 | |
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| 3 | L36 | Sales Audits | Student will be able to know the sales audit process | |
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| 4 | 37 | Legal and Ethical Issues in Sales Management | Student will be able to know about Legal Issues in sales & Distributions. | CO2, CO3, CO4 | |
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| 4 | L38 | Legal and Ethical Issues in Sales Management | Students will be able to know about decision areas. | CO2, CO3, CO4 | |
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| 4 | L39 | Role of Information Technology in Sales Management | Student will be able to know about role of IT in sales management | CO2, CO3, CO4 | |
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| 4 | L40 | Role of Information Technology in Sales Management | Student will be able to know about role of IT in sales management | CO3, CO2, CO1, CO4 | |
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| 4 | L41 | Role of Information Technology in Sales Management | Student will be able to know about role of IT in sales management | CO1, CO2, CO3 | |
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| 4 | L42 | An overview of Transportation | Students will be able to know about Transportation. | CO2, CO3, CO4 | |
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| 4 | L43 | Warehousing | Students will be able to understand the Warehousing. | CO1, CO2, CO3 | |
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| 4 | L44 | Packing | Students will be able to understand the Packing. | CO1, CO2, CO3 | |
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| 4 | L45 | Fleet Routing | Student will be able to understand the concept of Fleet Routing. | CO4 | |
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| 4 | L46 | Fleet Routing & Loading | Student will be able to understand the Loading | CO4 | |
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| 4 | L47 | Efficient Supply Chain Management (SCM) | Student will be able to know about SCM. | CO2, CO3, CO4 | |
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| 4 | L48 | Integration of Sales | Students will be able to Know about theIntegration of Sales | CO1, CO2, CO3, CO4 | |
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| 4 | L49 | Integration of Sales and Distribution Strategy | Students will be able to Know about Distribution Strategy | CO1, CO2, CO3, CO4 | |
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| 4 | L50 | Case Study | Students will be able to get Knowledge through Case Studies . | CO1, CO2, CO3, CO4 | |
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| 4 | L51 | Case Study | Students will be able to have experential learning and creative Learning | CO1, CO2, CO3, CO4 | |
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| 4 | L52 | Problem Solving Class | Students will able to clear their doubts | |
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| 4 | L53 | Problem Solving Class | Students will able to clear their doubts | |
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| 4 | L54 | SCM | Student will be able to know about SCM. | CO2, CO3, CO4 | |
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| 4 | L55 | Sustainable distribution | Student will be able to know about the sustainable distribution | CO2, CO3, CO4 | |
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| 4 | L56 | Integration sales with strategy | Students will be able to Know about Distribution Strategy | CO2, CO3, CO4 | |
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| 4 | L57 | Doubt clearing Class | Students clear their doubts in Class | |
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| 4 | L58 | Doubt clearing Class | Students clear their doubts in Class | |
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| 4 | L59 | Previous Question Papers | Students revision class | |
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| 4 | L60 | Previous Question Papers | Students revision class | |
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# As per Scheme & Syllabus Of Guru Gobind Singh Indraprastha University, New Delhi 2022-23 Onwards.